Junior Business Development Manager – Maritime (Americas)

Company Description

Wood Mackenzie are the global research, analytics, and consultancy business powering the natural resources industry. For 50 years, we have been providing the quality data, analytics, and insights our customers rely on to inspire their decision making.

Our dedicated oil, gas & LNG, power & renewables, chemicals, metals & mining sector teams are located around the world and deliver a variety of projects based on our assessment and valuation of thousands of individual assets, companies, and economic indicators such as market supply, demand, and price trends.

We have over 1,900 employees in 30 locations, serving customers in nearly 80 countries. Together, we inspire and innovate the markets we serve – providing invaluable intelligence to help our customers overcome the toughest challenges, and make strategic decisions that will, ultimately, accelerate the world’s transition to a more sustainable future.

WoodMac.com

Wood Mackenzie brand video

Job Description

We are looking for an enthusiastic, talented and ambitious New Client Development professional to help lead the prospecting, identifying and closing of new business for our Maritime offerings across the Americas region.

The New Client Development team is a key driver for sales execution and performance across new accounts. You will be instrumental for the achievement of sales targets as well as the effective use of resources to achieve targets.

Main Responsibilities

• Proactive outbound and inbound new business development
  • Target, prospect, identify, evaluate, and prioritize outbound new business opportunities and execute the practices necessary to successfully open doors and close opportunities.
  • Conceive and execute effective promotional and prospecting programmes to increase awareness of Wood Mackenzie among qualified prospects in collaboration with the Marketing team.
  • Travel to key industry meetings & events to support the growth of your pipeline and pursue new business opportunities in collaboration with the Events team, Research and other Sales colleagues.
  • Work closely with the Lead Management team to respond quickly and efficiently to all inbound and outbound leads to maximise win rates and meet Wood Mackenzie’s response time SLAs.
  • Collaborate with other internal stakeholders as required to drive deals forward such as Regional or other Product Sales team colleagues, Research and Consulting.
  • Ensure research sales targets are achieved.
  • Promote the organisation in line with the company strategy, business plans and values.
• Territory planning
  • Develop and regularly maintain a sales plan for your territory to build a profitable Maritime research business with new clients in the Americas.
  • Collaborate with other stakeholders to build and execute on your plan, including Regional Sales, other Product Sales colleagues, Customer, Product Specialists, Research, and Consulting.
• Own the sales process:
  • Take responsibility for all aspects of the sales process which include prospecting, qualification, selling the value proposition at all levels, final negotiations, and closing.  All aspects of the sales process must be handled efficiently and fully documented.
  • Work with the Account Management team to ensure a successful client handover process after a deal is won.
• Accurate sales forecasting:
  • Effectively manage the business pipeline to ensure accurate forecasting in Salesforce.
• Product and sector expertise:
  • Develop a deep understanding of the value of our Maritime solutions to our customers and a good understanding of the Maritime sector to support new business identification and business winning, including uncovering new audiences and growth sectors for our Maritime solutions.
• Product development collaboration:
  • Work closely with the Product and Research teams to help shape the Maritime product development roadmap based on customer feedback, your experience and knowledge of customer workflows, and relevant competitor intelligence.
  • Support new Maritime product and service development launches.

Qualifications

About You

• Have experience of new business development, sales, and the natural resources sector, ideally within a Maritime sector environment.
• Have a commercial track record in quickly building trust, winning new customers, and growing a sales territory.
• Be a self-motivated and energetic individual, a successful negotiator and results oriented.
• Be passionate about growing the business and have a genuine interest in develo